Director Strategic Alliances, IT Markets Ecosystem (SF Bay Area)

Global Alliances and Strategy San Jose, California San Francisco, California


Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we’re committed to our work, customers, having fun and most meaningfully to each other’s success. Learn more about Splunk careers and how you can become a part of our journey!

The Role

As the "Director, Strategic Alliances for the IT Markets Ecosystem" you will be responsible for developing and driving the ecosystem strategy for Splunk’s IT Market in order to broaden and differentiate this group of products and services in the marketplace via partnerships. The Global Strategic Alliances team builds partnerships that open new market segments and build leverage for Splunk sales. You will collaborate across multiple Splunk functional teams to identify partnering opportunities, execute an appropriate partnering agreement and then lead the partner relationship. You will work across the entire organization to execute strategic initiatives and have profound knowledge of the IT Markets, including familiarity with existing IT Markets solutions by market sub-segment, how the market is evolving, competitive dynamics, an understanding of Splunk’s current position across each market sub-segment and how to efficiently improve Splunk’s position via a partner ecosystem.

Responsibilities

  • Define the IT Markets ecosystem strategy and drive partnering efforts to build a focused partner ecosystem that improves Splunk’s competitive positioning while growing sales in this space
  • Work with engineering, product management and corporate development to identify prospective technology partners to augment Splunk’s product offerings
  • Screen and manage inbound requests from companies that want to partner with Splunk in the IT Markets
  • Ensure that partners are effectively complementing Splunk’s IT Markets strategy via appropriate market positioning and business investment
  • Prioritize partners' requests to use Splunk resources across field sales, marketing, channel sales and engineering
  • Drive prioritized GTM programs with Splunk’s marketing team and the alliance partners
  • Evangelize Splunk's products and ecosystem via speaking at conferences and meetings with industry leads, partners and Splunk customers

Qualifications

  • Minimum of 10 years of cross-functional experience in alliance and business development roles with enterprise IT Markets technologies. Experience as a IT Markets practitioner a plus
  • Reputable experience with business development with emphasis on strategy and GTM experience that lead to growth in sales in the IT Markets space
  • Technical aptitude and previous hands on experience with one of the following: ITOA, DevOps, Observability, API software
  • The candidate should be knowledgeable of the big data analytics approaches to IT Markets
  • Excellent written, verbal communication and presentation skills including the ability to build effective presentations. Public speaking experiences a plus.
  • Must be a self-starter who truly enjoys working in a fast-paced software start-up environment.
  • Experience working and managing within a matrix organizational structure
  • Able to travel; travel to industry conferences, customer sites and sales offices both domestic and international
  • Location: Bay Area only (we are only considering local candidates to our SF or San Jose office and not able to relocate)
  • BS in computer science or engineering preferred; MBA a plus

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.

Thank you for your interest in Splunk!